SELLING YOURSELF & YOUR IDEAS Barbara Gunning

Rocking Your Team

Today ■ Learn a proven system that you can master today and use in the future ■ Simple to learn and apply, both professionally and personally ■ Connect with your audience based on understanding their core drivers ■ Gain an EDGE“ while having fun

Project Management Professional (PMP) Process • Initiating • Planning • Executing • Monitor & Control • Closing

Where are you taught? • Understanding people • Selling your ideas • Building teamwork • Motivating your team

Knowledge Areas

• Integration • Scope • Time & Schedule

• Cost • Quality • Human Resources

• Communication • Risk • Procurement

Typical Framework

OneUp

Power

Authority Capabilities/Skills

Knowledge & expertise Personality

YOU OneDown

Science of Personalities Temperaments

Contextual Coaching

DiSC

Science of Personalities Interaction Styles

Situational Leadership

Big 5 Personality Factors

Personality Types / MyersBriggs

Theory for today is ….. Temperaments o Simple to learn and apply o Concepts originated by Hippocrates in 450 BC o Four Elements in Asian Cultures

Fire

Water

Earth

Air

Red

Green

Gold

Blue

Which BEST describes you? Personality 1:

Personality 3:

Making an Impact

Making a difference

• • • •

• Needs meaning & significance • Values authenticity & uniqueness • Self-realization for themselves & others/Sees possibilities in people • Prizes harmony & inspiration

Action & Freedom Flexible & spontaneous Risk taker and great troubleshooters Deals with realistic problems – Now

Personality 2:

Personality 4:

Strives to belong & contribute

Hungers for competency & knowledge

• • • • •

• Needs mastery & self-control • Focuses on strategy & vision • Sees life as a complex system to be redesigned until perfection is reached • Not always aware of others’ feelings

Responsible & dependable Expects others to be realistic Respects rules & authority Likes to plan, organize & complete Practical, realistic and logical

7

Personality 1: RED Making an Impact Values action & freedom Flexible & spontaneous Needs variety & stimulations Risk taker Handles realistic problems – Now Get a hammer and make it work You can love me or hate me, just don’t ignore me  Motto: Seize the day       

Personality 2: Gold Strives to belong & contribute  Responsible & dependable  Respects what is - rules & authority  Values order; likes to plan, organize & complete  Looking for best & most efficient way  Serves people with their practical, realistic and logical approach  Cares and preserves traditions  Motto: Early to bed, early to rise

Personality 3: GREEN Making a difference Values authenticity & uniqueness Needs meaning & purpose in life Deeply values people and relationships Empathic, sees best in others Predisposition for abstract concepts with global or personal focus Prizes harmony Motto: To thine own self be true

Personality 4: Blue Hungers for competency, mastery, knowledge and self-control  Driving force is mastery with high standards for self and others  Work is play, gaining knowledge is fun  Seek to identify & solve complex problems  Fear of appearing incompetent; loss of control  They doubt anything & everything with a skeptical and analytical point of view

Temperaments by Name Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian Strives to belong & contribute Responsible & dependable

Blue = Rational Hungers for competency & knowledge Needs mastery & self-control

12

Knowledge Check 1 A sports car best described which type?

Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian

Blue = Rational

Strives to belong &

Hungers for competency, mastery, knowledge & selfcontrol

contribute

Responsible & dependable

13

Knowledge Check 2 An electric car best described which type?

Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian

Blue = Rational

Strives to belong &

Hungers for competency, mastery, knowledge & selfcontrol

contribute

Responsible & dependable

14

Knowledge Check 3 A SUV best described which type? Be Ready for Anything

Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian

Blue = Rational

Strives to belong &

Hungers for competency, mastery, knowledge & selfcontrol

contribute

Responsible & dependable

15

Knowledge Check 4 Who thinks they can design a better car?

Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian

Blue = Rational

Strives to belong &

Hungers for competency, mastery, knowledge & selfcontrol

contribute

Responsible & dependable

16

Exercise: Move to table with your type Red = Improviser

Green = Idealist

Making an Impact Freedom to Act, Now

Making a difference Values their unique identify

Gold = Guardian Strives to belong & contribute Responsible

Blue = Rational Hungers for competency, knowledge & self-control 17

Tips for Communication

Improviser

Guardian Idealist Rational

• Use action words & colorful language • Be brief • Upbeat & enthusiastic with urgency • Emphasize concrete results • Use anecdotes & questions • Dress to impress; image is important • Skip the small talk and get down to business • Don’t overload with too many details

Tips for Communication Improviser

• Being organized and structured • Provide step by step plan for their review • Be practical and down to earth with your tone Guardian • Use comparatives and factual details • Don’t be pushy or exaggerate • Have proof to back your claims • Minimize the risk of getting involved Idealist Rational

Tips for Communication Improviser Guardian

Idealist

• Be authentic and genuine in everything • Include context and motives • Use dramatic language; emphasize people and cause that matter • Use metaphors and universal language • Maintain strong eye contact

Tips for Communication Improviser Guardian Idealist

Rational

• Precise words & definitions • Conceptual - Ideas, models, systems & strategies • Present logic & rationales • Have resources & documentation for them to study • Be prepared to debate and defend your product

Exercise: Create a product or service for a Project Management consulting firm Here are some ideas or create your own:

■ Top Gun Sales – Hire our sales team, they can sell anything ■ MANAGE – Project Management software that delivers results

■ Leadership Coaching – We develop your potential as a leader ■ IT Innovation – Mastering your IT needs

Exercise: Create a product or service for a Project Management consulting firm Create a SHORT elevator sales pitch. Your target audience

NOW, sell it to each Temperament group

1. 2. 3. 4.

Idealist (greem) sells to Rational (blue) Guardian (gold) sells to Idealist (green) Rational (blue) sells to Improviser (red) Improviser (red) sells to Guardian (gold)

Science of Personalities ■ Understand yourself – what comes naturally vs requires more effort ■ Shift your perspective to understand others ■ Develop your potential – Market & sell your ideas – Develop your team – Tools: Feedback, Assessments,

Stretch Assignments

■ The goal… Quality product delivered on time, under budget with less frustration & stress

ROCKING YOUR TEAM BARBARA GUNNING, CONSULTING

• Team Building Workshops • People & Projects – P&P Master Certification • Type Dynamics in Family Teams • Athletic Types – TheRightProfile.com

• PMI-SD Conference special: Free Assessment & 1 hour consultation on results RockingYourTeam.com (619) 994-3226 Barbara @RockingYourTeam.com

Temperaments Theory Factors ■ Language – Abstract or Concrete

“what if” vs. “what is” ■ Roles – Cooperative or Utilitarian

interdependence vs. independence ■ Attention – Structure or Motive

order & organization vs. “why”